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Striking the Balance Between Behavior and Technology Technology has advanced to the point where humans and technology have a very symbiotic relationship—they increasingly rely on each other. Of course, a large segment of society has become addicted to technology. The most obvious example is smartphones—wherever you go today people are staring at their phones. It’s ...

Most of us in the sales and marketing game are familiar with permission marketing. Any time you put in your email online, you give a company permission to market to you. But permission selling is a little bit different, in that a salesperson gets permission from the buyer to sell to them after they have ...

Neuroscience and business are two industries that may not seem to go together, but new technology and research have generated an opportunity for science and sales to collide. Through neuroscience, companies can get their message out there in a way that actually resonates with the client on a real, genuine, biological level. The Impact of ...

You’ve hired a good salesperson but the reality is you’ve also hired a human being. And even really good human beings bring faults and blind spots that will need to be addressed. (Anyone reading this married, in a serious relationship or raising children?) If you want to know how to be a good sales manager, ...

More customers are taking the buying process into their own hands. With access to limitless data and inexpensive options, customers can quickly act without help from a sales professional. This reality has intensified the challenge of selling. Without the ability to interact with customers, sales professionals lack the information and insight needed to position a ...

Over the years as you have looked at CRM systems (ostensibly built for salespeople), I am sure you had the same thought as me: Who on earth designed this and whoever it was has never sold or run a sales team! ?Confronted by the maze of tables, convoluted navigation and sorry to say, sheer ugliness ...

My last blog post was dedicated to the statement that sales enablement, contrary to what many of my colleagues say, does not begin with people. In actuality, it begins with processes. Once those processes are up and running, then, we get to people. Which people are we talking about? Well, that would be the sales ...

When first done, sales enablement has nothing to do with people!

Your organization could be doing things that turn-off employees and drive them away...

Sales Managers dream of the second half of the calendar year so strong that it drives the numbers up, salvaging the year and ensuring robust performance.